Not Selling? Might Be Your Attitude!
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Not Selling? Might Be Your Attitude!
by: Drew Stevens
Wherever you turn and whomever you speak with seems to be upset about
recessionary issues. I was speaking with Kerry the other day that indicated to
me her frustration with those not making decisions.
I am reminded when I was working on Wall Street during the recession of the
1980’s and my frustration with attempting to close business. When decision
makers do not make decisions and elect not to buy from you it ruins your ego.
And lets face it when we sell our personal egos do get in the way. Closing
- People buy us
- People like us
- People want to invest in continuing the relationship.
This states that our attitude is so much of the selling process. So when our
attitude is hampered by economic volatility what are selling representatives and
their sales managers to do?
With so many years of selling both commercially and personally, I have
coached and counseled many of the need for challenging your attitude. After
several recessions, thousands of clients and even more situations I believe your
sales attitude can be controlled with the following:
- Busyness – Sales Managers must encourage staff to get out of the office
and visit clients. Yes I know that clients will also state their mutual busyness
but when selling professionals are out of the office they are happier. Sales
agents are on top of their game when visiting clients and there is less time to
think about sales issues. Get out and sell!
- Negate the Negative – Richard my old mentor once told me if you want to be a
millionaire start interacting with them. If you want to be successful hang
around successful people. He was correct. And if you review Robbins, Ziglar and
Trump they will tell you similar. Stop hanging around people that bring you
down. Develop relationships or alternatively remain with only those that are
positive and support you.
- Coaching – Simply put get it. There are two major issues in business today.
1) A lack of internal coaching and 2) employees expectations that organizations
must take on the burden of development. If you want to get better seek out
people and resources to assist you. Even elite athletes invest in coaches why
not you? Stop sitting on your past and begin to pave a new future.
- Goals – Create short term and stretch goals. These will help keep you focused
on small achievements. When reached reward yourself. No one treats you better
than you will.
- Research new opportunities – If the demographics are not supporting your
effort seek out new client opportunities or ask for referrals. Researching
opportunities for new business might help you from clients that cannot now.
- Value – Determine your value and have sales managers help you with a value
proposition of audio logo. Alter your conversational message so that others
think of you developing relationship rather than a transaction.
- Visibility – Raise the bar. Network aggressively, speak, get referrals, make
calls or send letters but simple do what is necessary to increase your
visibility. The more people see you the more you become top of mind and when
they are in need of services you will be the first they call upon.
© 2011. Drew J Stevens PhD. All rights reserved.
Drew Stevens Ph.D. President of
Stevens Consulting Group is
one of those very rare
sales management and business development experts with not only 28 years of
true sales experience but advanced degrees in sales productivity. Not many can
make such as claim. Drew works with sales managers and their direct reports to
create more customer centric relationships that dramatically drive new revenues
and new clients. He is the author of
Split Second Selling and the founder and coordinator of the
Sales Leadership Program at Saint
Louis University. Contact him today at 877-391-6821.
Published here on: 11-Jun-11